Strategic Account Manager

Kollmorgen Srl; Nova Milanese; Hybrid; EUR 90,000 - 120,000; Full time

Job summary

Regal Rexnord seeks a Senior Account Manager in Lombardy to lead strategic accounts within the A&D market. You will develop account plans, coordinate with internal teams, and travel up to 50% to collaborate with customers and resources.

The role requires 7+ years of commercial/technical sales experience, engineering education, and strong negotiation and executive communication skills. A hybrid work arrangement is offered.

Qualifications

• Bachelor’s degree or equivalent in Engineering area.
• 7+ years Commercial / technical sales in A&D market.
• Deep Aerospace and Defense market and customers knowledge.
• Strong business acumen and executive communication / presentation skills.
• Willingness to travel (estimated 50%).

Responsibilities

• Deliver consistent order and share growth at assigned strategic accounts
• Serve as the primary sales point-of-contact for assigned strategic and potential new accounts
• Develop and maintain a Strategic Account Management Plan (SAMP) for each Account
• 80%-20% model travel to work with customers and internal resources
• Drive specification on new designs and share gain on existing designs
• Strong negotiating skill set
• Maximize new business and marketing opportunities via BU Playbooks
• Identify customer generated scorecards to ensure customer overserve
• Develop and close new business or penetration opportunities as assigned
• Understand customer’s strategic initiatives and align selling approach (Challenger Sales Model)
• Teach / Tailor / Take Control with customer stakeholder groups
• Work effectively in a team selling environment and communicate account strategy

Skills

7+ years Commercial / technical sales

A&D market knowledge

Executive communication / presentation

Willingness to travel

Strategic account management

Education

Bachelor’s degree in Engineering

Job description

Work Model: You’ll work in a hybrid model, onsite at your designated Regal Rexnord location, with flexibility to work remotely.

Key Accountabilities

• Deliver consistent order and share growth at assigned strategic accounts
• Serve as the primary sales point-of-contact for assigned strategic and potential new accounts
• Develop and maintain a Strategic Account Management Plan (SAMP) for each Account and utilize CRM to coordinate tactical actions and manage opportunities
• 80%-20% model travel to work with customers and internal resources supporting programs pertaining to MCS growth initiatives.
• Drive specification on new designs and share gain on existing designs as assigned and new accounts.
• Strong technical understanding of products and customer applications
• Strong negotiating skill set
• Maximize new business and marketing opportunities via the execution of BU Playbooks.
• Identify, collect and internally manage with cross functional team, customer generated scorecards to ensure customer overserve
• Develop and close new business or penetration opportunities as assigned and new account(s).
• Understand customer’s strategic initiatives and align selling approach to meet their needs (Challenger Sales Model)
• Prompt customer stakeholder groups to explore ideas and concerns while serving as the educated facilitator helping guide to a solution. Teach / Tailor / Take Control
• Work effectively in a team selling environment - utilize Strategic Account Management Plan to communicate and drive assigned account’s strategy and tactics to local/field sales level
• Execute disciplined selling processes to attain quota such as documented and intentional account planning (AOP, SAMP)
• Communicate, implement and monitor all account initiatives and programs to ensure alignment of Regal Rexnord sales, marketing and operations Drive Collaboration & Teamwork to achieve objectives.
• Identify and communicate continuous improvement opportunities that result in improved customer satisfaction
• Be aware of key societies/organizations supported by assigned account and determine level of support and involvement needed to drive collaborative relationship building
• Identify Regal Rexnord product gaps to promote New Product Development ideas and serve as industry expert and sales liaison within Regal Rexnord
• Anticipates global competitive conditions / activities, identifies key industry trends, economic environment, and creates strategies to address these challenges.
• Works with the Business Unit Leadership & Engineering Management to evaluate / execute strategies for Industry or brand promotion.

Education and Skills

• Bachelor’s degree or equivalent in Engineering area
• 7+ years Commercial / technical sales in A&D market
• Deep Aerospace and Defense market and customers knowledge
• Strong business acumen and executive communication / presentation skills
• Willingness to travel (estimated 50%)

About Regal Rexnord

Regal Rexnord is a publicly held global industrial manufacturer with 30,000 associates around the world who help create a better tomorrow by providing sustainable solutions that power, transmit and control motion. The Company’s electric motors and air moving subsystems provide the power to create motion. A portfolio of highly engineered power transmission components and subsystems efficiently transmits motion to power industrial applications. The Company’s automation offering, comprised of controls, actuators, drives, and precision motors, controls motion in applications ranging from factory automation to precision control in surgical tools. The Company’s end markets benefit from meaningful secular demand tailwinds, and include factory automation, food & beverage, aerospace, medical, data center, warehouse, alternative energy, residential and commercial buildings, general industrial, construction, metals and mining, and agriculture. Regal Rexnord is comprised of three operating segments: Industrial Powertrain Solutions, Power Efficiency Solutions, and Automation & Motion Control. Regal Rexnord has offices and manufacturing, sales and service facilities worldwide. For more information, including a copy of our Sustainability Report, visit RegalRexnord.com.

Notification to Agencies

Please note that Regal Rexnord Corporation and its affiliates and subsidiaries ("Regal Rexnord") do not accept unsolicited resumes or calls from third-party recruiters or employment agencies. In the absence of a signed Master Service Agreement or similar contract and approval from HR to submit resumes for a specific requisition, Regal Rexnord will not consider or approve payment to any third-parties for hires made.

Our Values

Our values frame our culture - a shared understanding of how we think and act relative to our key stakeholders. We center our behaviors, actions and decisions around the following values: Integrity Responsibility Diversity, Engagement & Inclusion Customer Success Innovation with Purpose Continuous Improvement Performance Passion to Win ….with a Sense of Urgency